WHATíS YOUR MOTIVATION?

Written by Lisa Hochanadel

We know that people buy based on emotion and defend what they buy with logic. "But Mom I really need a new bike because my tires are worn out" we said at 10 years old. What we really wanted was bike that Jane just got for her birthday.

Now we say "But I really need a Palm Pilot! My old day planner is just worn out". What we really mean is that Fred just got one and won't stop poking stupid thing in our face every time he uses it. At 10, or at 40, we want to keep up with, well, you know. On other hand, we may just want to shut Fred up!

People buy based on emotion in business as well - but key is WHATíS THEIR MOTIVATION?

People in business act for two basic reasons. The first is promise of gain. The second is fear of loss. The question is, are you meeting their needs? And these needs determine whether a customer will buy or not buy. Letís look at each one and see how they can help us succeed.

WHATíS IN IT FOR THEM?

The need for gain can take on many different forms. We can help people earn more money or gain more knowledge. On Net, we are often selling something. Examine what you are selling.

Whatís in it for them? THATíS WHAT THEY CARE ABOUT! Let them know that they will get what they want by doing business with you. Have customers give you feedback on why they bought.

Proof That First Impressions Really Do Count!

Written by Gary Hanley

Want to hear something that will really blow you away?

When I heard this tale I literally jumped in air and shouted, "YES!" because I had discovered reason why so many people are DOOMED to failure... before they even start!

Hopefully after you've heard this short story, it will have same impact on you. In next 500 or so words, you'll discover why 95% of people fail in Internet Marketing and why YOU MUST follow this simple principle to succeed. Ready?

Ok, so let's begin....

Allow me to introduce you to Terry, a window sales man from England. If I take you back about 20 years, you'd know Terry as a complete newbie... a not-long-since teenager who was wet behind ears in just about everything that he attempted.

The kind of person who couldn't sell false teeth to his own Granny, let alone compete with other sales men in industry. You know, kind who could sell snow to Eskimos.

So to add a twist to scenario, Terry's boss decides to send him out on a practical field trip on his first day. He throws him right in at deep end by asking him to visit an interested prospect at posh end of town... where big money is in Windows/Double-glazing sales. So off he goes..

He's as nervous as hell. With his hands shaking and his knees nobbling, he approaches front door and thuds door knocker several times. An oldish woman approaches and after his first shaking introduction, she invites him in.

He stays there for over 3 hours.... after dozens of cups of tea and mounds of biscuits, woman signs a contract and purchases over £7000 worth of windows (that's over $11,000!)